Everyone has tried the most popular lead generation method, which is attracting thousands of visitors, collecting emails from prospects, and sending bulk emails about your offer. As you are aware, this is not the best way of generating leads for your business. However, marketers continue to believe that the spray and pray method will work for them. There is no harm in trying, but if you are not seeing results, you should change your lead generation strategy. That is where targeted lead generation comes in.
This targeted lead generation guide will help you in generating more leads, sales, and profits. We have outlined each step of generating high-quality leads for any business. Let’s get started and explore more about targeted lead generation.
What is targeted lead generation?
Targeted lead generation is all about targeting the right set of companies that can buy your product and services. It’s also called as ideal companies’ personas. Targeted lead generation campaigns generate 73% more conversions than standard lead generation campaigns.
For effective B2B lead generation, you need to find qualified leads and reach them. Read on for proven strategies for finding and reaching qualified leads.
10 steps to start generating high-quality leads with targeted lead generation
So how do you find qualified leads for your business? These are the proven methods that can help you to find new leads for your business.
#Step 1: Identify your ICP and TAM
Finding your ideal customer is always the first step in targeted lead generation. They conceal themselves behind two fancy terms: ideal company persona (ICP) and total addressable market (TAM).
In short, your ICP is the company that most requires your offering. These ideal customers recognize the value of your services, do not need endless persuasion, and are more likely to convert.
When you know your ICP, you can calculate your TAM, which is the number of ICPs you can target with your campaigns and how much money you can make.
What benefit does it provide you? Two things: help you to generate high-quality leads and set realistic targets for sales.
#Step 2: Build an Effective Prospect Database
Now that you’ve determined your ICP and TAM, it’s time to create a database of your target audience. If you have the time, you can create a list manually by exporting contacts from Linkedin to Excel. It’s a time-consuming task. You can speed things up by using list-building tools that generate leads based on predefined criteria. It saves a lot of time and effort and can create a contact database in a matter of hours.
You can also use Leadfeeder to track the companies that visit your website. Identify companies that have visited your website using Leadfeeder. If the companies match your ICP, use lead-generation tools to target them. This lead generation activity produces higher quality leads than standard lead generation.
#Step 3: Segment and Narrow Down Your Database
For targeted lead generation, segmentation is a very important step. How effectively do you segment your database there is a high chance of getting more quality leads. After building the contact database it’s time to narrow down your contacts list and sends laser-targeted campaigns.
The most popular segmentation types are:
- Demographic Segmentation: gender, age, education, annual revenue, industry, and company size.
- Behavioral Segmentation: user status, spending or purchasing habits, pain points, engagement, brand interactions, and benefits sought.
- Psychographic Segmentation: personality, interests, beliefs, values, and lifestyle.
- Geographic Areas: region, country, city, language, neighborhood, etc.
You can set up your target audience based on your product requirements. Try to narrow down your target audience to get better results.
#Step 4: Create Lead Magnets
Lead magnets are an excellent way to obtain prospects’ contact information. You can use gated content to collect prospect information in a variety of ways, including webinars, whitepapers, e-books, templates, and more.
Once you have prospects’ personal information, you can begin nurturing them with relevant content and converting them into customers.
#Step 5: Start the Outreach Sales Campaign
Once your database has been segmented, you can begin writing the appropriate messages for outreach activities such as cold calling and email campaigns to attract new customers.
To write the perfect messages you should look into segments and answer the following questions:
- What pain points does this client aim to solve?
- How can we help them succeed?
- How is our offering different from the competition?
- What channels do they prefer (email, social, Google, phone)?
- What type of content do they consume at every stage of the buyer’s journey (awareness, interest, trial)?
Answering those questions will help to make your message more personal, specific, and difficult to overlook. When it’s finished, you can tailor it to each stage of the buyer’s journey.
#Step 6: Build Relationships
Building relationships with customers can be extremely beneficial. Loyal customers generate consistent profits, have a higher annual contract value (AVC), and lower your customer acquisition cost (CAC) by becoming devoted brand advocates.
Keep your customers happy by providing excellent after-sales service. Keep your customers updated with relevant content and offers.
#Step 7: Set up Sales Funnel Cadence
Develop a sales cadence to nurture prospects and build relationships. Provide the right information at the appropriate time. Prospects can be contacted through a variety of channels, including email, cold calling, Linkedin messages, blog posts, and other activities. Increase prospect engagement by reaching out to them via multiple channels.
Set up a sales cadence using the GrowMeOrganic tool. Its automated lead generation tool will assist you in generating high-quality leads for your business.
#Step 8: Cold Calling
Cold calling is the most traditional method of generating leads. Once you’ve identified the contact information for your ideal prospects. Start calling and asking prospects for any requirements. I know this most hated lead generation method by salespeople. But cold calling does work along with email marketing.
Instead of calling thousands of prospects. Run an email drip campaign, whoever clicked on your email try calling them and asking for a product demo. This is the ideal way of b2b lead generation method every salesperson should implement.
#Step 9: Make use of Lead Automation Software
Lead generation takes time and requires a significant amount of effort to run a successful lead generation campaign. If you don’t have enough time to generate leads and want to focus on hot leads and opportunities. Then AnyBiz can help you to generate leads automatically for your business.
You can save time and money by using the AnyBiz solution. AnyBiz manages all lead generation activity for your company and generates high-quality leads. You can reduce your lead generation costs by only paying for hot leads.
#Step 10: Referral Marketing
Referral marketing is an efficient method of obtaining high-quality leads. Many customers purchase products after hearing about them from a friend or family member. These are potential customers for the company. To convert a large number of paying customers, try to offer a special discount.
In B2B, the majority of purchases are made through word of mouth and peer recommendations. Referrals are incredibly effective — 84 percent of B2B decision-makers begin the buying process with a referral.
For a long time, sending a large volume of emails with generic messages does not work. Your lead generation campaign will be more effective if you send targeted emails to the right people.
B2b lead generation has never been easy. But with advanced lead generation tools and techniques, you can achieve your desired goals. Targeted lead generation is a key factor in generating quality leads for your business. Do follow these steps and techniques to generate a high volume of quality leads, sales, and profits for your organization.
Targeted lead generation should be the key priority for any business. Even some of the most successful companies in the world still do this. Thus, it is evident that these companies place importance on lead generation, and it will continue to be a valuable practice. The more leads you have, the better your chances are at closing a sale and making a profit.
I hope this lead generation guide helped you in understanding targeted lead generation and its effectiveness.